Over the last four months, I have been reflecting on the dramatic changes that have impacted our personal and professional lives. During this period, the FMCG industry demonstrated great resilience in ensuring grocery retail stores were still able to sell all the essential items to enable consumers to survive lockdown. There were many examples of Read more about Executing a Perfect Store Vision Post- lockdown[…]
Promotions play a significant part in driving category volumes and profitability for retailers. Promotions help drive volume, steal market share and are key in encouraging shopper behavior with respect to trial and switching. The UK has the highest proportion of volume sales bought on promotion in Europe at 51.5%, but this is not as high Read more about How to Fix Poor In-store Promotional Execution[…]
As I write this blog, it is discomforting to realize how much has changed in the last five weeks in the UK and across the globe. The Coronavirus pandemic has forced governments to introduce social distancing through varying forms of lockdown. The grocery industry is now designated as essential, to ensure that the nation can Read more about Focus on the Right Store Post Lockdown[…]
Written by Andy Foweather The first quarter of any new calendar year is an exciting time in the CPG industry, with new sales targets being set and the focus shifting to executing the plan in the market. Joint business plans that have been prepared and negotiated for many months are hopefully being used as a Read more about Transforming the Customer Conversation on Business Plan Compliance[…]
by Vanessa Mitchell I regularly talk to sales leaders at Consumer Goods (CG) companies about the key business challenges they face, and one of the most common concerns I hear relates to the ROI of field sales teams. Statements such as, “we’re not really sure if our field sales team is focusing on the right Read more about ROI of Field Sales Teams[…]